Faced with the abrupt shift to remote selling during the pandemic, Plastic Manufacturing Resources (PMR) knew they needed more than a quick fix to keep their sales moving forward. They needed effective B2B sales training that would allow them to not only survive, but thrive, in a virtual landscape.
When COVID-19 hit, PMR faced a stark reality that the same in-person relationships that once fueled their success were suddenly out of reach. Overnight, their sales team went from handshakes and in-person meetings to navigating an unfamiliar digital landscape. The impact was immediate: leads dried up, opportunities dwindled, and PMR’s growth came to a standstill.
Realizing they needed an experienced partner, PMR turned to KLA Group for customized B2B sales training, outsourced sales management, and strategic guidance. KLA provided PMR with a fresh approach to prospecting, digital client engagement, remote sales techniques, and sales management. Together, they transformed a potential crisis into one of PMR’s greatest successes.
PMR’s Struggle To Survive and Connect in a Virtual World
PMR had built their business on a simple yet powerful foundation: strong, in-person relationships. Every client meeting and every shared coffee was a building block in trusted partnerships that fueled their success. In the world of custom manufacturing, clients didn’t just want solutions. They wanted a partner they could see, trust, and connect with on a personal level. PMR’s sales team was more than prepared to deliver on that expectation—until everything changed and remote selling became their new reality.
The Reality of a Sales Team in Crisis
With leads drying up faster than anyone could have anticipated, PMR’s once-confident sales team felt lost. The strategies that had driven their success for years now fell flat, highlighting a clear need for B2B sales training that could bridge the gap between personal connection and digital engagement. Every call, every email, every virtual presentation felt like throwing a message into the void. The team’s morale took a hit, and with each passing week, the pressure mounted. They were in a new world, but their sales model was still stuck in the old one.
For PMR, failure wasn’t just a dip in quarterly numbers. It was the potential loss of years of trust and credibility, an erosion of their market position, and a blow to their legacy. What they needed was more than a quick fix. They needed a transformation with B2B sales training and outsourced sales management that could help them transition to a new, virtual way of connecting without losing the core of who they were. This wasn’t about survival alone. It was about preserving PMR’s reputation and adapting to the future of remote selling.
The KLA Group Approach to Shifting PMR’s B2B Sales Strategy
PMR partnered with KLA Group, not just to learn a few virtual sales strategies but to undergo a real shift. KLA Group saw that PMR’s success in a virtual world would require a move from reactive tactics to a proactive, streamlined digital strategy.
Rebuilding Confidence and Strategy, Brick by Brick
KLA Group didn’t bring an out-of-the-box solution to the table. Instead, they immersed themselves in PMR’s values, clients, and challenges. They first evaluated the sales team to gain a baseline of their Will to Sell, Sales DNA, tactical sales skills, and sales management.
The analysis highlighted where to focus training for the salespeople and the type of outsourced sales management support to provide. The consultative, client-first sales approach that set PMR apart couldn’t be sacrificed, so KLA helped them reimagine it for the virtual space, ensuring that every interaction retained its impact. The personal sales management PMR’s team appreciated needed more accountability, consistency, and coaching to move them to higher performance and free up the owner for more strategic business activities.
Together, KLA Group and PMR created a custom toolkit that redefined how PMR connected with clients online:
- Crafting Effective Sales Emails: PMR’s team learned how to write sales emails that resonate, speaking directly to the clients’ world and delivering real solutions; not just sales pitches. Every email became an invitation, drawing clients in rather than turning them away.
- Perfecting the Virtual Pitch: Through hands-on role-playing, KLA worked with PMR’s team to deliver virtual pitches that carried the same weight as in-person meetings. They showed them how to read clients through a screen and make each call feel personal and impactful.
- Embracing Active Listening: In a world full of distractions, KLA taught PMR’s team to actively listen, making clients feel truly heard and building trust in ways that left a lasting impression.
Reviving the Art of Consultative Selling in a Digital Landscape
KLA guided PMR in refining their consultative selling approach so that every interaction, even over a screen, was a chance to address real issues and build meaningful relationships.
This shift wasn’t just about adapting to virtual selling. It was about helping PMR become the company that clients trust, whether the interaction is face-to-face or face-to-screen. It was about helping them put consistent sales management in place with process, metrics, quarterly sales planning, and annual sales strategy.
With KLA Group’s support, PMR didn’t just adjust. They evolved into a sales powerhouse capable of thriving in any environment, connecting with clients authentically and confidently, no matter the medium.
Building Trust in a Virtual World
KLA worked hand-in-hand with PMR to evolve their approach with a laser focus on building genuine connections by:
- Deep Listening That Builds Trust: KLA guided PMR’s team to not just hear, but actively listen to clients’ needs, even through a screen. By focusing on client problems and demonstrating empathy, PMR saw a 20% increase in client satisfaction scores and deeper engagement during follow-up calls.
- Custom Solutions, Not Templates: Moving away from generic proposals, KLA helped PMR develop tailor-made solutions for each client, resulting in a 10–20% increase in new account acquisitions.
- Meaningful Connections Beyond Face-to-Face: Even without in-person meetings, KLA empowered PMR to create impactful client interactions. By embracing new communication tools, PMR reduced their dependency on face-to-face meetings by 50%, allowing them to serve clients effectively regardless of location.
A New Era of Success In B2B Sales
PMR’s partnership with KLA Group didn’t just help them adapt; it propelled them to new heights, proving that virtual selling can drive big wins. With KLA’s B2B sales training and outsourced sales management, PMR achieved remarkable outcomes:
- Closed the largest deal in company history, securing a multi-million-dollar contract that once seemed out of reach in a virtual world.
- Increased prospecting efficiency by 50–75%, enabling their team to consistently connect with more qualified leads.
- Streamlined onboarding, reducing support needs by 40–50%, which allowed new hires to contribute faster and drive value from day one.
- Enhanced overall sales performance by 20–30%, equipping each team member to connect meaningfully and close deals with confidence, even in the remote environment.
Through this shift, KLA Group helped PMR turn virtual selling from a challenge into a strategic advantage, proving that real trust and connection are possible, no matter the medium. Their urgent need to change how they sold during a crisis led to a dramatic shift across their sales organization and the entire company.
A Recipe for Continued Growth
PMR has truly embraced the flexibility of a hybrid sales model, seamlessly connecting with clients through a mix of video calls, phone calls, and in-person meetings. The sales team now uses their CRM diligently to manage the sales process and stay connected with clients and prospects. This adaptability has reduced their reliance on face-to-face interactions by 50%, making them more agile and responsive to client needs, no matter where those clients are located.
“Working with KLA helped the team adapt to selling in any environment, whether remote or in-person. The training and outsourced sales management provided a structured approach to sales, which has continued to be effective even as the world returned to normal operations.”
—Paul Pirozzi, Owner, Plastic Manufacturing Resources (PRM)
A Partnership for Lasting Success
PMR’s journey exemplifies the power of resilience and the profound impact of the right partnership. Through their collaboration with KLA Group, they didn’t just weather the storm of change, they emerged stronger and more prepared for whatever the future holds.
If your business is ready to turn challenges into opportunities and achieve lasting success, let KLA Group be your guide. We’re here to empower your team, refine your B2B sales strategies, provide expert outsourced sales management, and help you reach new heights, no matter the obstacles you face.
Top Questions Asked About KLA Group’s Outsourced Sales Management and B2B Sales training
How did KLA Group help PMR adapt their sales strategy to a remote selling environment?
Answer: KLA Group provided PMR with a comprehensive solution, including a sales analysis, outsourced sales management, and customized B2B sales training. The sales analysis identified key areas for improvement, while outsourced sales management delivered consistent coaching, accountability, and strategic sales planning. Tailored training on remote selling techniques, digital prospecting, and consultative sales approaches empowered PMR’s team to build trust and connect authentically with clients—even online. This holistic approach enabled PMR to not only maintain their sales pipeline, but achieve record-breaking growth in a challenging market.
How does outsourced sales management benefit companies like PMR?
Answer: Outsourced sales management provides businesses with expert leadership to streamline their sales processes, improve team performance, and achieve growth goals. For PMR, KLA Group’s outsourced management brought consistent coaching, accountability, and strategic planning, freeing up leadership to focus on broader business objectives. This approach helped PMR optimize sales efficiency, close larger deals, and build a scalable sales system for long-term success.
What measurable results can clients expect from KLA Group’s B2B sales training?
Answer: KLA Group’s training is designed to drive significant, measurable improvements. For PMR, this included closing their largest deal to date, increasing prospecting efficiency by 50–75%, and reducing onboarding support needs by 40–50%. Our goal is to create tangible results for clients, helping them achieve new levels of growth and client engagement.
Is KLA Group’s sales training suitable for businesses transitioning to hybrid or remote sales models?
Answer: Yes. KLA Group specializes in shifting traditional sales approaches for digital and hybrid environments. Our programs cover consultative selling, remote client engagement, and sales management strategies that empower teams to succeed in any environment, whether fully remote, hybrid, or in-person. We work closely with each client to tailor our programs to their specific needs, ensuring they have the tools and confidence to thrive in today’s evolving sales landscape.
Read More Related Articles
